Getting a Better Job

“How to Get a Better Job” 9/15/10 [email protected]

How to get a better job

John Schmitt9/15/10

[email protected]

....By getting in the mind of your opponent


This is NOT:

How to write a better resume... … which nobody reads

This is:How to get a better jobBy being the needle found in the haystack

Most classes are taught by HR/Managers. They typically won't reveal their playbook.

By understanding the “game” behind the hiring manager & HR, you can win a better job.

Goal


This workshop is designed for people who:

Already know what field/positions they want.

Already are skilled/fit for those positions

Do not already know much about the hiring/screening process from the perspective of the hiring manager

Are going to engage in real dialogOffer up your perspectives to improve the class as we go!

Target Participants


Part 1: “Me” What am I good at? What do I want?

Not covered in this workshopBut, very important

Part 2: “Them”How can you get the job from THEM

Get foundGet through screensGet an offer***The topic of this class***

Getting a better job, in 2 parts


I was surprised...

...By how many of my friends/colleagues...

...Didn't know how the game is really played by hiring managers.

Should you:Spend more time on your resume?Search job postings on-line?

Why this class?


Job opening exists Hiring Manager searches their network Traditional job posting occurs Recruiters/HR/Line managers “search” First Screen Phone Screen On-site Interview Offer

In each step, your goal:… is to get to the next stepDon't over-reach

Outline: The “funnel”

# candidates under

consideration


Don't overshoot. Example: Phone interview:

Goal: In-person interview

In-Person InterviewGoal: To get an offer

Resume:Goal: To get into the funnel. (Get noticed, period. Nothing more.)

Each step's goal is to simply get you to the next step....


Let's start with the network

You already know how important it is, right?

You trust YOUR network for recommendations, right?

OK, then let's move right on to how best to use it!

Network


Before it's even posted:The hiring manager explores his/her network.

“Do you know anybody who's good at X”?Let your network know, “YES”

“Are they available?”Let your network know “YES”

Networks are exhausted first.

Jobs are often filled BEFORE they are even posted publicly.

Jobs Aren't Posted Until Networks are Exhausted.


Raise your hand if you know someone who got a new job in the last year.

Keep it raised if they got it through Monster/Hotjobs/etc. or sending a resume in. (From strangers, no network involved.)

Most jobs are found through networking

You don't get a job by polishing a resume & sending it to 100 places. That usually gets you 1 or zero interviews.

Networking vs. Monster/Etc.


About how many people “know you”? What % do you really like?

It's not just your friends who will help.

Often, a job is found through acquaintances, even people you know, but don't actually like.

Networking: How big is your network?

YouLike

People who know you


Networking is 1:1's NOT Facebook/LinkedIn

Networking:

You don't communicate well on Facebook/Linked in. Everyone shouting to a cloud Few listen

You communicate (/network) best through a series of 1:1's.

I'm talking to YOU. Attention, listening, change.


Borrowed from: http://headrush.typepad.com/creating_passionate_users/2007/03/sxsw_interactiv.html

Facebook wall postsTwitter


Facebook/LinkedIn FaceBook/Linked in are there to:

Remind you who you know, so you can go initiate 1:1 discussions again.

Keep LinkedIn updated thoughRecruiters use it to find peopleIt's your resume.

(Your old resume is not your resume.)Get referrals

Facebook? Keep it cleanNothing is private there.Employers, everyone will find out.


Don't rush it Reconnect with someone in your network

Method: Phone/email/IMGoal: To meet in person to chat (lunch), visit their workplace, etc. (informational interview)Your goal is NOT to get a job offer now!Ask lots of questions. Listen.

Meet in personGoal: To line up introductions to more people, more opportunities.“So, do you know anyone looking for xyz skills?”“So, can you introduce me to xyz?”“So, can I count on you for a good recommendation?”

Building your NetworkProgressing through the funnelEach conversation's goal is to simply get you to the next....


They screen:To find the best “match”

You screen:Weeding out jobs that you don't think are a good fit.

Enough on “Network”Now: Screening:


Their goal: Find the best “match”

You might think:Having MORE

SkillsExperienceHobbies

Makes you a stronger, and more interesting personYou're absolutely right

But, it makes you appear to be not a good fit!

Their Screening

Will they be happy here? Will they be focused?Will they outgrow/leave too soon?


Their goal: Find the best “match”

Look at what they wrote in the job description

Match your fit Point by point

Give examples of “above & beyond”

Only in those areas they care about

Their Screening

Perfect shape!Just a bit strongerBut stronger in just what we wanted!


Would you take a job here?“Bay Area”

Could be 50 miles away#3 in their space

Could be another market loserStartup/Fast Growth

Could be horrible work-life balanceEstablished company

Could be boring, heavily bureaucratic

Early on, for every potential job, there are lots of possible reasons to say “No”

Screening: YoursDon't screen yourself out!


If the job seems “close enough”.... Say emphatically YES until you have an offer.

Don't say “No” until you have an offer to say No to.

You can always say “no” IF you get the offer.

You aren't “wasting your time”. By pursuing a job opportunity further, you're:

Investigating the true nature of the jobPracticing your game.Building up a strong negotiating position

They want you more if you want them.

Screening:Don't reject offers you don't have


Near the end of the process.... The hiring team is very invested in you.

They don't want to have to go back & screen, interview, etc. When they give you an offer, they want to

close.The especially don't want to have to go back to their VP/approvers & ask for another offer, & explain why they couldn't close on the first.

This is your STRONGEST negotiation point ever.

(Save your tough points for here!)

The “funnel” Inverted

Level of investment they

have in YOU


They will get ~100+ applicants/job. They will likely make call-backs, interviews

early. If you're late: They may make a decision

before you even apply.

Even if the decision's not made yet,They may very well be further down the funnelAnd, not looking to “go back up the funnel” if they are happy with who's in the funnel now.

Screening: Be EARLY


Recruiters get paid by the hiring companyThey work for the hiring company, not YOUYeah, they get a %, so they want to get you a high salary. But, they don't care if it's you or another candidate.

SPEED is even more essential: (Math puzzle:)If they move 2x faster, they make 100% more/year.If they move 2x slower, but get 20% more per deal through better negotiation, they'll lose 40% more/year.

Be very responsive. 3 days is far too long.Same day, same hour is preferable.

Recruiters: Who do they work for?


They edit your resume.

Let them.

Make it editable (word doc), not PDF.

Why?

They want to remove your contact info, so companies can't skip the recruiter fee & go straight to you.

They'll customize it, trim it, enhance it specifically to the job role, understanding what the employer really wants. They do this to close the deal faster.

Think, “Stars fitting in small round holes.”

If they get 10 resumes, and 8 are easily editable, and 2 are PDF, they'll just toss the 2 & move on.

Recruiters: Editing Resumes


Answer your cell phoneRecruiters, by far prefer the phone as the initial contact.Recruiters don't want to wait to hear back from someone. (Remember speed?)They also don't know you at all yet.So, they'll need a quick dialog to get to know you & if you're serious.They won't want to look bad to their customer by lining them up with you if you can't talk!

Oh, and provide a phone # that they can reach you.List your cell phone, not home/office.

Recruiters Use Phones


Present yourself wellA good fitResponsiveInterestedConfident

Go after them to get noticed:Email

Only if you have no better channel...

Getting through the screen


1 job opening: 100 people apply. The only thing they see is:

the from+subject line on an email. They do not even open it.

Make sure you say how interested/great you are at that job in the subject line

Ex: “John Schmitt, a good Director of Engineering for XYZ Company?

Drop the “sir/madam/to whom it may concern”.

The first email....


Less is more! Every word you add … dilutes the words you have. They WON'T READ much!

Email Key Points ONLY:You have a desireI researchedI can confidently fill that desire, and it'd be my pleasure. Here's why: (bullets)

I see that you're looking for a good ___engineer___ for __company_name__.(reference a specific job post if applicable)

I read up on your company, and the role. It sounds fun! And, it's the kind of thing I've got experience doing well:

List a few bullets (only those that speak directly to things they said they wanted in their job posting).

The first email...

focus!


If there's ever a question, request, etc.RESPOND FAST.

If they ask for more info from 3 candidates, the first one back automatically “gets points” for:

Getting into the “next round” before it closes on the others.

Showing initiative

Showing speed / responsiveness.

In short, we all want to work with people who are fast to respond.

Respond FAST


Now, let's talk about the interview dance a bit

OK, you've made it through the first screen...


ListenReallyDo you understand? Or interrupt?Are you learning?

Respond to their real concerns Confidence is contagious.

So is the lack of it

Smile

Interview


“Work together” alreadyLook for any opportunity to “work” with the other person. (Solve real problems together, code review, design review, etc)

Use whiteboards! Visuals get over verbal issuesYou're working together already

You want that person, at the end of the interview, to say, “I could see myself enjoying WORKING with this person”.

Interview: Work Together


After every interview (phone or in-person) Follow up! Keep it going Keep their attention Stay engaged

This gives you:A higher chance of getting an offerA higher chance of getting valuable feedback

Follow up:


After every interview (phone or in-person) Follow up! Say:

Thanks!I understand more of what you desireI am even more confident that I can fill that desire, with pleasure.

If possible, “continue working together” Give examples, tips, more info:

Hey, I noticed in your product, xyz.... Have you considered that it might be improved by zyx?

Here's some short work product that I've done, tonight, to prototype/etc related to your company...

Let me introduce you to a possible collaborator to help get the word out about your service....

Follow up: Examples


One time, I was a director, looking to hire a manager....A good candidate came in late in the processWe just made an offer to another candidateBut, he kept following up, asking questions,

staying engaged.It turned out, 2 weeks later, we had another

manager position open up.He was hired for that job instantly.

We didn't even look around

Followup can trump all else!(Anyone from Lyris want to guess who that guy was?)

Follow up: Another Example


You can ask hard questions about “negative” topics:Do they have good work-life balance?

Don't even ask. They won't always be honest and they'll count it against you for asking. Just go visit their office at night/weekend times & see how full the parking lot is.

Does this require more travel than I want?Can I get more vacation time?Are there bad politics there?Is the business viable there?Is the pay good?

Save these hard Q's for the end. It can hurt you asking them too early.You WILL have time to ask at the end.Having an offer puts you in the strongest negotiation position. They've already spent “too much” time and want to close.

Finally: Once you get an offer:


Time permitting (or afterwards, with a partner)

Draft emails, phone calls to: Reconnect with someone in your network. Pick 3 people. Write drafts.

Pick a partner Get feedback from them on how to better focus the message, or improve the approach.

Workshop:


Win by understanding the motivations of the people playing the game

Work your way through the funnelFocused on one step at a timeQuickly

Use & grow your network Learn by practicing & following up, and listening

Wrap-Up:


Whether you need these tips NOW or in the future

I truly wish you all the best!

For more engaged discussion on this or anything else:[email protected]

Oh, and checkout my company & tell your friends & family to get their old photos scanned by us!

http://gophoto.com “We scan. You share”

Thanks!

Getting a Better Job

Career

Transcript of Getting a Better Job